1. Get R.E.A.L.: ACT The third step to ask without fear ! Marc A. Pitman, The Fundraising Coach www.fundraisingcoach.com

2. The #1 Reason People Give?

3. Fundraising is an extreme sport!  This is where the magic happens!

4. Let's Get R.E.A.L.! 1.Research 2.Engage 3.Ask 4.Love/Like/Live

5. Ask  #1 Reason people don't give?

6. This is the fun part!  SO much easier now that you’ve –Researched your project & prospect –Engaged them  Find a connection and put the plug into the outlet!  Make It Easy

7. Setting up the appointment

8. Setting Up the Appointment  Be clear –“I’d like to talk about your support of the project…” –DON’T get into an ask on the phone  Go in pairs when possible! –Keeps accountable –You see different things

9. Story of the artwork

10. Making the Ask  Avoid solicitations during meals –Servers mean well but have amazingly bad timing –Don’t get too religious about this  If they offer you something to drink, say yes! –Make them feel comfortable –Your saying “yes” may set up a “yes” atmosphere

11. Making the Ask  Ask for a specific dollar amount –The complete dollar amount ($1,000 not $84/month) Phrases –“Would you consider a gift of $10,000 toward this?” OR –“I have no idea what to ask you, but I’d like to ask you to consider a gift of ____”

12. SHUT UP

13. Making the Ask  SHUT UP –Sales training says “He who speaks first loses” –It’s not win-lose with fundraising

14. Making the Ask  SHUT UP –The prospect needs time to process your request –You need to respectfully give her as much time as she needs –She’ll let you know she’s done by talking first

15. Ask  Find a connection and put the plug into the outlet!  Make It Easy

16. Make It Easy  Phraseology –Make Your Own Gift First! –"I can appreciate that“  Ask for a specific $ amount

17. Make It Easy  Props –Renderings –Gift Charts

18. Renderings

19. Floor plans But let them see the existing floor plan so they get a sense of how it’s changing.

20. Floor plans  Props –Renderings –Gift Charts

22. Gift Pyramid

23. Make It Easy  Be honest when making the appointment –I’d like to get together to talk about your involvement in the project –…your participation in the campaign…

24. Impact Card © The Suddes Group | Check out: www.ForImpact.org

25. Tangibilitize your ask Heifer.org gives all sorts of gift ranges represented by different animals:  a $500 gift is symbolized as a gift of a heifer,  $120 a gift of a pig,  $60 a trio of rabbits,  $20 a gift of chickens. A $5000 gift is “a gift of an ark”! The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.

26. Tangibilitize your ask What can you quantify?  Cost to run a day? –“Day sponsors” –Show sponsors  How much food?  How many kids?

27. Tangibilitize your ask Heifer.org gives all sorts of gift ranges represented by different animals:  a $500 gift is symbolized as a gift of a heifer,  $120 a gift of a pig,  $60 a trio of rabbits,  $20 a gift of chickens. A $5000 gift is “a gift of an ark”! The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.

28. If asking by mail…  …don’t do this

29. Handling Objections  What are common ones? –One per post-it note –Group together!

30. Let's Get R.E.A.L.! 1.Research 2.Engage 3.Ask 4.Love/Like/Live

31. Love/Like/Live  Love/Like the person anyway—they're more important than the gift –This business is ALL about relationships  Live with their response! –You don't always have to like the response but keep on loving the person

32. Dealing with F.E.A.R. False Evidence Appearing Real

33. Dealing with F.E.A.R. False Evidence Appearing Real  Asking for money or helping change a kid’s life?  Rejecting YOU or the cause?  This isn't life or death!

34. Fundraisingcoach.com  Fundraising Coach Store including: Creating Donor Evangelists Program  Subscribe to my ezine and get the “$100,000 Guide to Email Solicitation” e-course free  Free blog, articles, book reviews, and more! marc@fundraisingcoach.com